Beyond sales coaching questions, one of the most common questions I’m asked is how I grew my first business—an office cleaning business—into a multi-million dollar company. When I sold it, we were cleaning a hundred buildings a day. How did that happen?

Was it business coaching? Was it the right connections? Was it luck?

Two things were the real drivers. First, I had an unstoppable persistence. I knew I had no education or degree to fall back on. I didn’t have family or country club connections to help me get a shot. I didn’t have the money or know anyone with money who would bankroll me. Therefore, I knew I had to be willing to outwork anyone … and I did. 

To this day I pride myself on my willingness to sign up for hard work. I’m not afraid of hard work.

I’m all good with sacrifice. Risk? Put me in, coach. I’m down for that. I’m all in. It’s a mindset I created and leaned on and lived by. 

The second thing was, as Les Brown says, I was hungry. I truly wanted to get rich, be rich, and stay rich. I’d had enough with poverty. I was ready for prosperity.

It’s really not so much as what I did. I always say anything will work. It’s the mindset I had when doing it. I took two principles from Think and Grow Rich by Napoleon Hill: persistence and desire. I applied them to one thing and stayed laser-focused on that one thing until I made it.

When it comes to sales performance management and the overall effectiveness of a sales team, a lot comes down to drive and desire. 

Look, business coaching is important, but experience is your best teacher. Focus on mastering my sales system. Do it with persistence and desire, and I promise you—I guarantee you—you’ll get everything you want in life. I know this because I’ve done it and I have trained and mentored thousands to do it, too.